Trust API Case Study: From Stalled Pipeline to Closed Contracts
A composite case study showing how the Trust API framework converts stalled pipelines into closed enterprise contracts in 9 months.
The starting point
A Series B healthtech company with strong product, two flagship reference customers, and a pipeline that had been 'almost closing' for nine months.
Trust Audit findings
Scores were strong on product and weak on KOL trust velocity, payer narrative, and procurement readiness. Pipeline was stuck at value-analysis-committee gate.
The 90-day intervention
Built a KOL trust program with three target specialty societies. Rewrote the payer story with budget-impact model. Repackaged the procurement bundle for IDN VACs.
Outcome at month 9
Three enterprise contracts closed. Two more in late-stage paper. Sales cycle compressed from 14 months to 7. CAC down 40%.
What transferred
The internal team now runs the trust cadence without us. That is the point of a growth partner — capability stays after we leave.
Ready to put this into practice?
We embed with HealthTech, pharma, and medical device commercial teams as growth partners — not consultants. Start with a 10-minute Trust Audit or book a discovery call.